PandaDoc

MAY 2, 2025

That can mean anything from misrepresented pricing to contract clauses that Legal never approved. And unless you establish a system to manage them, theyll start to erode both customer trust and internal efficiency. Legal wants visibility into contract terms. The end result? Product Marketing wants to review messaging.

Legal 52

Legal Territory Contract Price 52

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

Partners in Excellence

MAY 1, 2014

The good news was we were going to get the contract. The bad news was we were going to get the contract. We could muscle our way through projects. ” Walking Away Sales As A Special Case Of Project Management What If You Sold What Customers Wanted To Buy? We’d come to a tacit agreement on price/deliverables.

Customers 120

Customers Contract Price Account management 120

SBI

FEBRUARY 20, 2018

With Adobe, you can rely on trusted, legal electronic signatures and quickly see the benefits in your sales cycles. For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Fourth, this digital automation improves account management and customer satisfaction.

Contract 55

Contract Gaming Commission Sales 55

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Sales Hacker

MAY 31, 2021

They enjoy interacting with people they trust and who seem authentic, and there is no better way to convey that than with video. Explain the contract. Celebrate that newly minted signature with a video where you congratulate your buyer, explain what’s next, and introduce their account manager, who can also record their own video.

Quota 110

Quota Closing Legal Contract 110

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 99

Territory Account management Cross-sell Retail 99

Salesforce

OCTOBER 22, 2024

87% of business buyers expect reps to act as trusted advisors. And even if your champion is not a manager, they could have influence, and be a valuable resource in helping you win the sale. A good champion can help facilitate faster deals, bigger contract sizes, and easier account management.

E-commerce 87

E-commerce Territory Pitch Sales 87

SalesPop

MARCH 20, 2022

One of the worst things to experience as a customer is getting used to a salesperson, going through the process with them, establishing trust, only to be shifted to a new implementation person as soon as you sign on the dotted line. Redefining the CSM Role.

Customers 98

Customers Contract Sales Account management 98

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Contract Negotiation.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

Sales Hacker

FEBRUARY 16, 2024

If you’re struggling with inaccurate data from clunky database tools, try Wiza for free today and see why 300,000+ sales, marketing, and recruiting professionals trust it in their daily prospecting. Document Crunch is the construction industry’s leading contract intelligence platform. Read about their funding round.

GTM 124

GTM Quota Contact Construction 124

Hubspot

APRIL 17, 2013

In my opinion, the most important key to a successful agency-client relationship was trust. But do we all trust our inbound marketing agencies? I mean, really trust them? Despite this, I''d be their main point of contact, their consultant, and managing the team that''s getting their work done. for at least a year.

Contract 78

Contract Trust Clients Consult 78

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Regional Sales Manager. Outside Salesperson.

Territory 101

Territory Commission Outside Sales Account management 101

Search Engine Land

JUNE 14, 2023

Question 2: How long is your minimum contract length? Then you must align with those publications’ yearly editorial calendar – something short-term affiliate contracts won’t accommodate. Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract 83

Contract Cross-sell Territory Niche 83

Hubspot

JANUARY 3, 2017

Getting bogged down by your inbox is especially problematic in agencies where account managers and other client-facing employees must deal with managing requests from a number of different clients who are all considered priorities. 2) Just Not Sorry. Price: Free. 10) Grammarly. And experts don't forget about grammar.

Clients 78

Clients Contract Price Trust 78

Hubspot

JUNE 22, 2018

It’s also a good test for who’s capable of handling your demands -- if a vendor can’t complete all elements of your proposal, you probably can’t trust them to finish your project, either. General account management. Contract Award / Notification to Unsuccessful Bidders: August 31, 2018. Evaluation Criteria.

Negotiate 101

Negotiate Lead generation Contact Campaign 101

Hubspot

NOVEMBER 7, 2023

While you might toss out a “trust me” to reassure the buyer, it can be received as fake and manipulative. Plus, trust isn’t something you can simply request: You have to earn it. You’d ask the buyer, “Are you interested in having an account manager? I’ll send over the contract right now for you to review and sign.”

Negotiate 74

Negotiate Contract Price Quota 74

Hubspot

APRIL 20, 2020

"Sales is all about empathy and understanding individual business cases, but it's also about giving some good advice and alternatives — like changing payment terms, working with trials, or setting the contract start date a month ahead or two.". He says, "We talk with a lot of businesses day in and day out. And they're keen not to damage any.

Relationship building 94

Relationship building Prospecting Contract Quota 94

Sales Hacker

MARCH 3, 2021

Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. An emotional bond between two parties can only be established if they trust each other, and if there’s a reason to keep the relationship going. There’s no friction whatsoever.

Process 99

Process Assembly Line Drivers/motivators UX 99

Search Engine Land

FEBRUARY 27, 2024

You’re hiring an agency to manage on your behalf, but that doesn’t mean that you shouldn’t own the work. What does a typical contract term look like? Do they lock you into long contracts without an out clause? If they have multiple accounts in your industry, how do they ensure account/client separation?

Retail 94

Retail Clients Contract Campaign 94

Partners in Excellence

MARCH 5, 2024

Gus progressed in his IBM career, later managing one of the largest banking accounts, Citibank. Gus now lectures in various business programs and has written one of the best/most pragmatic books on account management that I’ve ever read, Customers Win/Suppliers Win. I worked with tellers, branch managers.

Sell 83

Sell Contract Retail Account management 83

PandaDoc

JULY 24, 2020

An excellent onboarding experience builds trust, addresses concerns, and sets expectations for both the client and your project team. Sign the Contract. Ensuring you have a contract in place before you start work sounds like such an obvious first step to successful onboarding that it’s not worth highlighting. This is a mistake.

Clients 52

Clients Contract Trust Meeting 52

Hubspot

MARCH 6, 2018

Once a deal closes, the salesperson will recieve commission on price they negotiated with their client, and the account usually passes to an account manager or customer success representative. Working backward might look something like this: One week of deliberation before a signed contract. Inbound Selling.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Hubspot

APRIL 29, 2024

Build trust by understanding the end goal. The inbound sales process is built on trust. Availability, access to inventory, payment terms, purchasing method (invoice or credit card), contract length, and legal terms can all help determine the price. Consultative Selling in a Transactional Industry: 4 Strategies 1.

Sell 74

Sell Objectives and Key Results Consult Price 74

Sales Hacker

JUNE 17, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. I don’t look at them as needy, I just think they need a lot of feedback and they want to build trust with their employer and that’s good. This has been a great show.

Contract 82

Contract Drivers/motivators Sales Price 82

Hubspot

AUGUST 17, 2017

Finally, it gets pdf’d and sent over to the account manager who forwards it along to the client or presents it live. Before you roll out your marketing reports to clients, show them to your account managers and service team. Some agencies make their account managers build reports. What a pain in the keister.

Clients 78

Clients Process Account management Presentation 78

Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. Expansion: We’ve got some presence within an account, we want to grow that. Leveraging the power of our incumbency has, traditionally been a fundamental part of our account management strategies.

Growth 71

Growth Cross-sell Strategize Account management 71

Sales Hacker

APRIL 21, 2022

This was all in an effort to increase our average contract value (ACV). Dedicated Customer Account Manager. But every enterprise contract eventually requires buy-in from leadership. Importantly, you need to agree on an upfront contract around success before you start the proof of concept. Customized Training.

Cross-sell 104

Cross-sell Legal Contract Price 104

Hubspot

APRIL 24, 2012

It's also worth noting that CRMs are used for customers too, not just leads; so customer service communications and metrics can be easily documented for account managers to reference with their current customers. You'll need to implement the CRM correctly.

CRM 78

CRM Pipeline Sales Campaign 78

SaaStr

SEPTEMBER 18, 2020

You trust them. Instead of investing a bunch in automation, they invested a bunch in managers in that go to market motion. And you saw that when you invested in great managers, the outcome was in a lot of places much greater than just investing in automation all along the way. And they trusted people. What about this?

Account management 98

Account management Engineering Launch Start-ups 98

Hubspot

FEBRUARY 27, 2016

Be sure your contracts and documentation tackle as many of these project unknowns as possible. 2) Transition from managing a sales pipeline to a relationship pipeline. 6) Don't view account management and project management as the same role. Image purchasing, content implementation, hosting fees, etc.,

Negotiate 53

Negotiate Contract Pipeline Clients 53

Hubspot

JULY 10, 2019

Customers like (if not prefer) to work with account managers and salespeople. Customers make purchases for long-term solutions, resulting in a longer sales cycle, longer contracts, and longer relationships with companies. Customers want to be educated (which is where B2B content marketing comes in). Purchase Process.

B2B 101

B2B B2C E-commerce Entertainment 101

Sales Hacker

AUGUST 25, 2023

Mark’s pro tip: “And why call them Growth AEs vs. Account Managers? That was a way to get my finance team to pay them, like acquisition AEs instead of account managers, which were like 30% less than AEs, which means I would have gotten crappier talent. Very simple. So that was a little hack on my end.

GTM 53

GTM Contract Cross-sell Account management 53

Partners in Excellence

MAY 18, 2022

” Current technologies can’t do this, they focus on a certain area, for example, conversational intelligence, or pipeline management, or account management, but they don’t provide a whole person perspective, enabling managers to focus on the right areas.

Technology 63

Technology Technology Contract High impact 63

SaaStr

MARCH 17, 2020

You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. So much of what Talkdesk sells on is innovation and trust. They can ask formally in a QBR setting.

Clients 75

Clients Service Customers Start-ups 75

SaaStr

FEBRUARY 25, 2020

If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. And then we transition them to support and then we give them to the account manager and then we do their renewal. They got a verbal, they’re like, we’re going to get a contract this is a scrape.

Prospecting 96

Prospecting Customers Promote X-functional 96

SBI

NOVEMBER 15, 2018

If the answer is yes, then congratulations — you’ve uncovered the reason why it’s so hard for prospects to trust you. Regardless of if you’re a hunter or farmer, it’s the ability to build genuine trust that makes it possible to keep customers for the long haul — to the benefit of the entire company. Sales is a contract.

Sales 42

Sales Quota Represent Referrals 42